Manager, Mid-Market Sales

Invoca

2d•$180,000 - $220,000•Remote

About The Position

As Manager, Mid-Market Sales, you will lead a team of Account Executives responsible for acquiring new logos and expanding existing customer relationships within the Mid-Market segment. You are a player-coach who thrives on building pipeline, accelerating deals, and developing talent. You will partner cross-functionally with Marketing, Customer Success, Product, and Sales Engineering to drive predictable, scalable revenue growth. This role is critical to Invoca’s growth strategy and reports directly into the sales leadership team overseeing North America.

Requirements

3–5+ years of frontline sales management experience in B2B SaaS, with a proven track record of consistently meeting or exceeding team revenue targets
Prior individual contributor experience as a quota-carrying seller with demonstrated success in both new logo acquisition and account expansion
Direct selling experience as a hunter-farmer hybrid, capable of closing deals and managing an expansion book with measurable results
Experience managing a team selling into mid-market accounts (typically $10K–$100K+ ACV).
Strong coaching and development skills with the ability to attract, retain, and elevate talent
Excellent forecasting discipline and pipeline management acumen
Working knowledge of Salesforce.com is required
Outstanding verbal and written communication skills with the ability to present to internal leadership and external stakeholders
Experience in MarTech, AdTech, call analytics, or AI/conversational intelligence platforms
AI/Tech proficiency, including actively using AI tools in your sales workflow
Experience with consumption-based or usage-based pricing models
Track record of building or scaling a Mid-Market sales function
College degree or equivalent experience

Responsibilities

Own and deliver the Mid-Market team’s revenue targets across new business and expansion, including monthly, quarterly, and annual quotas.
Build and maintain accurate forecasts; proactively identify risks and develop mitigation plans.
Drive pipeline velocity by coaching reps on deal strategy, qualification, negotiation, and close plans.
Personally engage in strategic deals as a player-coach to accelerate outcomes and model excellence.
Recruit, hire, onboard, and retain a high-performing team of Mid-Market Account Executives.
Coach and develop individual contributors through regular 1:1s, call reviews, pipeline reviews, and structured feedback.
Set clear performance expectations, hold the team accountable, and manage underperformance directly and constructively.
Create a culture of urgency, accountability, continuous improvement, and winning.
Develop and execute a Mid-Market go-to-market strategy aligned with Invoca’s broader sales and company objectives.
Design and refine the team’s sales plays, account segmentation, and territory plans for maximum coverage and efficiency.
Collaborate with Marketing on demand generation campaigns, event strategy, and inbound/outbound pipeline development.
Partner with Customer Success and Sales Engineering to ensure seamless handoffs, strong post-sale outcomes, and expansion opportunities.
Establish and track key performance indicators (KPIs) including pipeline creation, win rates, deal cycle times, average deal size, and activity metrics.
Run effective team meetings, QBRs, and forecast calls with clear agendas and actionable takeaways.
Maintain CRM hygiene and ensure the team operates with discipline in Salesforce.
Leverage AI tools and data insights to improve team productivity, deal intelligence, and decision-making.